Sales Management Ppt

Genesis: SALES ORIENTATION STAGE OF MARKETING Selling: It refers to an art of persuasion by means of preaching attributes of the products / service so that need can be created among prospective customers and purchase can be made by them. Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling. According to AMA: “Sales management refers to the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force.” Tosdal defines it as “a planned proposition of work of any commercial, personal sales unit, which includes admission, selection, training to handle the equipment, regulation, investigation, payment and incentive, and this is applied to personal sales.

Features of Sales Management 1.It is a planned proposition of work of personal selling. 2.It deals with the management of sales force personnel.

OBJECTIVES • To generate profitable sales volume • To contribute significantly in the maximization of profit by cost reduction • To ensure sustained growth and long term performance of the firm • To develop corporate image • To bring maximum satisfaction among customers & consumers • To achieve marketing objectives of the firm

Nature and role of sales management

 The determination of sales force objective and goals  Sales force organization, size, territory, and quota finalization  Sales forecasting and budgeting  Sales force selection, recruitment, and training  Motivating and leading the sales force  Designing compensation plan and control systems  Designing career growth plans and building relationship

strategies with key customers

Sales Management & Exchange Process Elements of Exchange Process 1.Two or more social units (people or organization) must be involved with wants to be satisfied 2.Each party must